-•- HomeOfficeDigest.com Newsletter - Issue 164 -•-
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THE HOME OFFICE DIGEST NEWSLETTER
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WEALTH WARNING
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Social Security was never intended to fully fund retirement. It's
a U.S. Government program established in 1935 for old-age, survivor,
and unemployment insurance. It was meant to supplement income, not
replace it.


FEATURED ARTICLE
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Recruit Your Way to the Top!
by: John Boe

Essentially, a sales manager's primary job is to recruit, train
and motivate their sales force. Of these three vitally important
responsibilities, recruiting is the least understood and by far
the most challenging. When you recruit the right person you will
find that they are eager to train and self motivated. On the
other hand, if you hire someone that is not suited for the
position, you will experience low morale, high turnover and find
yourself constantly in the training mode. While there is no
perfect system that can guarantee you will hire the right person
every time, there are fundamental guidelines you must follow if
you expect to recruit your way to the top!

Are you a buyer or a seller? It is critical for you to be
selective during the interviewing process and not just hire
a warm body to fill the position. What you are looking for
is a hard working, self-motivated, team player. The vast
majority of sales managers make the mistake of overselling
the position, rather than interviewing for it. Their tendency
is to lower their standards by painting the position in the
most favorable light. By approaching the interviewing process
with a buyer's mindset, you are more likely to maintain your
perspective and hire a long-term top producer. Consider
throwing a few roadblocks and challenges in front of prospective
hires, such as multiple interviews, to check their resolve and
validate their interest. Buyers tell it like it is by emphasizing
hard work and long hours. They advise potential hires that in the
first year they can expect to work half days - but they get to
choose which 12 hours they like best!

You will never see a bad resume. Buyers always check references
and make sure they test for temperament suitability. Sales
managers that lack the benefit of temperament understanding are
inclined to shoot from the hip and place too much emphasize on
their gut feeling during the interview. You would be naïve not
to expect that your prospective hire has been coached and is
well prepared for a standard office interview. I suggest that
one of your interviews be conducted in a social environment.
When I was a sales manager, I would invite both my potential
hire and their spouse out to dinner or to a sporting event.
When you go to a ballgame and crack peanuts for nine innings
or play 18 holes of golf with someone, you gain a deeper
insight into their character. When you are interviewing a
person for a commission-based position, you need to check for
spousal support and address their concerns as well.

The following are some of my favorite questions to ask during
the interview:

1. Do you have written goals you want to accomplish and if so,
   tell me about them?
2. How did you earn your first paycheck and how old were you?
3. What are your hobbies?
4. Have you ever played on a sports team?
5. Have you ever failed at something and if so, what did you
   learn from the experience?
6. What would you say are three of your best qualities?
7. What would you say is your worst quality?
8. What is your greatest regret and triumph in life?

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John Boe, based in Monterey, CA, is recognized as one of the
nation's top sales trainers and motivational speakers. He
helps companies recruit, train and motivate quality people.
John is a leading authority on body language and temperament
styles. To view his online Video Demo or to have John Boe
speak at your next event, visit http://www.johnboe.com or
call (831) 375-3668.


Treasure Tip
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One of the ironies of the investment world is that if you really are
a long-term investor who regularly puts money in the market, you
should hope the market stays down until the year you need all of
your money. The whole idea is to buy low and sell high, right?


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